Jobid=985cfe13c4dd (0.0158)
A Unique Opportunity in Quantum Computing
Our pioneering client is at the forefront of quantum networking solutions and is at the beginnings of strengthening their commercial team. They are looking for a Global Business Development Lead for Research Institutions to drive global commercial growth by identifying new market opportunities, shaping their go-to-market strategy, building deep, long-term customer relationships and ultimately converting opportunities into closed deals.
This role combines market development and consultative sales, working closely with technical teams in a fast-moving, international deep-tech scale-up environment.
This is a rare opportunity to join a truly pioneering, award‑winning and fast‑growth organisation with key reference customers, that is ahead of the curve in quantum communications. With a proven product, strong funding and a world‑class leadership team, success in this position can lead to conditions that suit the most ambitious career objectives.
Key Responsibilities
You will contribute to growth by building and managing customer relationships, optimizing sales strategy and collaborating across functions to sell and deliver tailored quantum networking solutions.
- Develop a deep understanding of customer segments by analysing target organizations’ mandates, governance structures, funding cycles, decision‑making authority, security posture, long‑term strategic objectives and institutional constraints; going beyond surface‑level needs to understand how and why adoption decisions are made.
- Conduct market research and identify key opportunities worldwide.
- Engage in exploratory, agenda‑neutral conversations with potential sponsors and problem owners, focusing on understanding context rather than delivering a sales pitch.
Go-to-Market & Messaging
- Tailor and communicate our clients’ unique value proposition for research institutions.
- Structure joint workshops, assessments and roadmap discussions while engaging all relevant stakeholders and adhering to formal procedures.
- Develop consistent branding, sales decks, solution briefs and messaging in collaboration with marketing and technical teams.
- Build long‑term partnerships through a consultative sales approach.
- Act as a trusted advisor to prospective and existing customers.
- Support customers in setting priorities, present pilot projects as the first step of a long‑term program, and position MDI‑QKD as complementary to post‑quantum cryptography (PQC).
Relationship Management
- Build long‑lasting relationships that extend beyond single sales.
- Gather customer feedback and translate it into product and technical requirements.
- Seek recommendations and enhance our clients’ thought leadership through joint white papers, demonstrations and collaborative PR initiatives.
- Maintain a clean and well‑organized sales funnel, enforce rigorous qualifications and deliver concrete, externally visible proof points each quarter. Progress is measured by evidence, not by ongoing discussions or informal interest.
Internal Collaboration
- Collaborate with the technical sales team to design and develop optimal solutions for customers.
- Partner with the Marketing & Communications team to enhance branding, value proposition and marketing materials.
- Work with the product team to refine and improve product versions.
- Partner with internal stakeholders such as CTO, network engineers and technical sales specialists to develop technical understanding and adapt solutions to different network setups and the unique research questions and R&D plans of each organization.
Your Profile
We’re looking for a highly proactive and skilled commercial professional, who combines strategic insight with hands‑on execution, has a strong background selling to research institutions across Europe, has sold similar technology of comparable complexity and is inspired to join a pioneering company that is shaping the future of communications.
Commercial
- Proven senior‑level experience in business development and consultative technical sales.
- Can fit proposals within budget cycles, grant‑driven buying and multi‑stakeholder decision making.
- Experience with shaping and executing go‑to‑market strategies and sales frameworks.
- Capable at long‑cycle, consultative, institutional system selling.
- Able to navigate procurement, legal, compliance and export control processes and move from scientific interest to approved orders.
- Experience working within structured, best‑practice corporate or institutional sales environments is strongly preferred, particularly within established, sales‑driven technology or consulting organizations.
- Self‑sufficient and execution focused professional, accustomed to operating independently while applying rigorous commercial frameworks.
Technical
- 8‑15 years’ experience selling complex and ideally closely related deep‑tech infrastructure, leading‑edge scientific instruments.
- Able to discuss advancements in quantum, photonics, advanced networking systems, security, encryption.
- Technical understanding of quantum networks or quantum communication is a plus but not required.
- Able to explain the offering as the next step beyond point‑to‑point QKD.
Customer
- Strong experience selling to Research Institutions is an essential requirement.
- Familiarity with objectives, roadmaps, programs and budgets of universities, national labs and research institutes.
- Able to transfer trust between leading labs by leveraging references and peer credibility.
- Customer‑centric attitude with strong relationship‑building capabilities.
Geographical
- Willingness to travel to visit customers and attend industry events.
- Based near to (or willing to relocate to) Delft, The Netherlands.
- Track record across Europe (EU funding, national programs, labs).
Additional
- Excellent verbal and written communication skills to effectively convey ideas, proposals, and presentations to diverse audiences. Ability to articulate complex concepts in a clear and compelling manner.
- Multilingual proficiency is advantageous.
Recognition One and our clients are proud to be equal opportunity employers. We will consider qualified applicants without regard to race, colour, creed, religion, sex, sexual orientation, gender identity, national origin, citizenship, disability status, medical condition, pregnancy, protected veteran status or any other characteristic protected by federal, state, or local law. We will also consider qualified applicants with arrest and conviction records consistent with local law.
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